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Should sellers do their own viewings?

Should sellers do their own viewings?

It may be something you expect to do yourself or something which you wouldn’t ever consider doing but it may be a surprise to know that most sellers we meet aren’t aware that the estate agent should be doing all of the viewings. 

Apart from the obvious, your paying your agent to do this as part of the service they offer, the main reason that your estate agent should be doing the viewings at your property is that we are trained to notice when a buyer is interested and we can start to lead them down the path of falling in love with the home and making an offer. We are able to build up a relationship with the buyer and are able to gain an insight into the reasons for their move and their needs in a property on a more personal level. This can really help when negotiating a price later on for our clients to make sure we are getting the best deal for them. 

Sellers often have the problem of over-selling their home on a viewing or even worse pointing out things which come across as a negative to an interested buyer. If a seller is keen to sell, I have seen it many times on a viewing where they start to force information down the throat of the buyer which may not be relevant to the reasons they are looking to move This can actually disconnect a buyer from making an offer as it can leave a negative impression when they leave. 

An example of this would be a seller making sure buyers know where all the local schools are and their ratings when the buyer is older and does not have children living with them. I have had this exact scenario happen on a 3 bedroom terraced house in Blackfen where the seller stayed for the first few viewings and brought it up with me on one particluar viewing that I did not mention the proximity to the local Grammar Schools. I quickly explained to her that the couple did have children but they had both grown up and moved out from home and the main reason for moving was to be closer to shops and bus routes – which obviously I made very clear on these locations to the viewers. This is exactly why the agent should be carrying out the viewing as we have already pre qualified the applicant when we booked in the viewing and can tailor their home showing to their specific needs. 

I would go as far as to say that until a deal has been agreed, the seller should never meet the buyer as negotiating should be looked at as a business transaction which requires professionalism and expert knowledge. If your negotiating based on emotion, you will find it hard to get what you want. 

Let me know your thoughts. 

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James

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